In 2011, after deciding that giving away a free 10-image slideshow was a bad use of my time and business, I began experimenting with video for my clients as a way to add value for both of us.
I added video to surprise and delight them
But, I knew that I wasn’t a videographer, so I couldn’t advertise that I was doing this. I didn’t want to sell a concept outright that hadn’t been perfected yet. But I could test it out with clients and if they liked it, it could be made available for purchase.
So, I did just that. I tested it out with a client whose husband had arranged the session for his wife while they were in Vegas.
Using just my iPhone to film these clips with the super cool 8mm app, I was able to produce simple-but-sexy motion to incorporate into her slideshow reveal that would knock her husband’s sock off. And, it only took a few minutes of my time, both during her session and while adding the clips to the slideshow.
Here was my first slideshow reveal from April 2011 using video clips. This was my client’s first glimpse into her images, so they haven’t been fully retouched. But, I want you to see what the client saw, and this was it!
My clients absolutely adored it! And, guess what? They purchased the actual slideshow.
This was huge for me since slideshows are not top sellers by any means. I knew I had a product that certain clients would buy, so I only do it on pre-qualified clients now—clients who purchase my most expensive session or when the husband is hugely invested in getting the session for his wife.
Tips for adding video as a select product offering
Don’t advertise this a a product option. Surprise your client instead.
Don’t worry about a huge video production. You only need small clips.
Create a routine of some motions to direct her in. Again because they are small clips, you may want to show her running her hands up and down her body, or feature her pulling a stocking up her leg.
Don’t forget the details! While you will certainly want master shots that show her in her environment, sometimes the details end up being the sexiest, so don’t be afraid of getting up close and personal.
Coach your clients into motion by having her mirror you. Before you pick up the camera, show her what to do, and do it again while filming her. Show her that it’s ok to bring her sexy by bringing yours first. I normally exaggerate what I am wanting from my clients, since it’s their tendency to go smaller than what you are asking for.
Use your voice to encourage and excite her. (This video clip is the perfect example. The sound of my voice encouraged the ebbs and flows in the motions of her body, by simply changing up my pitch while coaching)
Create your slideshow in Animoto (or any other automated slideshow program that allows for adding video clips). This allows you to simply drop in the clips and choose the exact spot you want to highlight. So easy!
Show it to your client as their big reveal. This is so impactful. Music AND motion help to create a more emotional response, which helps sell what you are showing.
Let them know it is available for purchase. Don’t give access to the slideshow after the first showing, unless they end up buying it.This is more difficult for me since I do online proofing out of necessity for my out-of-town clients. However, even if you are forced to do it online, you can let them know it is a temporary slideshow that is available for one day only. I wish there was a way to make it for one viewing only. I have spoken to Animoto about this and they assured me a solution may be in the works.
Video for me is still a work in progress, but it’s something my clients rather enjoy, perfected or not. Because of this, I am seriously contemplating taking some classes on this. But, in the meantime, I’m not going to stop surprising and delighting my clients with something that doesn’t cost me a dime and doesn’t take up too much of my time either.
How are you adding value in a way that isn’t at a sacrifice to your business?